NA Defense Business Development and Sales Manager

About the role

This role leads and grows ITT Enidine’s military business in North America, owning an established portfolio while expanding into new defense customers and applications. The position drives customer satisfaction, revenue growth, and new business development across naval shipboard systems, missile defense, military vehicles, weapons recoil, and other defense platforms requiring advanced energy-absorption solutions.

Essential Responsibilities

• Lead and develop a high-performing sales team to consistently deliver revenue growth, margin performance, and a robust defense pipeline aligned to annual business objectives.
• Drive direct customer engagement across the defense market, owning senior-level relationships to capture voice of customer, influence program wins, and increase long-term customer value.
• Own and grow a strategic portfolio of defense accounts, leading pricing, contract negotiations, and commercial strategy while defending margin and ensuring compliance with TINA and defense contracting requirements.
• Define and execute pricing and profitability strategies in partnership with Product Management to balance competitiveness, value, and sustainable margins across defense programs.
• Lead cross-functional alignment with Engineering, Program Management, and Operations to translate customer requirements into new product development, program execution, and delivery commitments.
• Provide accurate forecasting and demand insight, delivering monthly order forecasts and contributing to Sales & Operations Planning and long-range defense market planning.
• Shape defense market strategy and growth plans, contributing to annual and multi-year strategic planning based on customer programs, competitive dynamics, and market trends.
• Maintain deep competitive and market intelligence, proactively identifying shifts in technology, pricing, and competitor positioning to inform capture and growth strategies.
• Lead proposal, capture, and quotation strategy, ensuring disciplined execution, competitive positioning, and win-focused pricing for new defense business opportunities.

Key Performance Metrics

• Achieve yearly Order and Sales budget
• New business wins
• Price realization goal
• New customer introduction goal

Position Requirements

• BS/BA degree - Bachelor’s degree - Mechanical Engineer
• 3+ years of direct outside technical selling experience (defense market preferred, but not required); 5+ years of experience selling and developing business, defense/aerospace experience preferred
• Minimum of 2 years of experience managing sales team
• 3+ years of sales team management

Preferred

• Previous experience working with Manufacturers Representatives
• Overnight travel (up to 30%) domestically as required

Key Skills

• Excellent interpersonal skills and the ability to work with diverse and global employees
• Promoted presentation and communication skills

Equal Pay Act Statement

ITT aims to pay its employees fairly and competitively in the locations where they live and work. Pay-for-performance is a principle that we believe in, and employees are rewarded based not only on what they accomplish, but also on how they reflect ITT's values. ITT offers a competitive salary and robust total rewards package, such as health insurance, 401(k), short and long-term disability, paid time off, growth and developmental opportunities, and other incentive compensation programs. Specific benefits are dependent upon whether or not the position is part of a collective-bargaining agreement. The salary offered to a candidate is based on several factors such as candidate experience and qualifications, location, as well as market and business considerations.